Jennifer Argo
University of Alberta
AdvertisingFeelingSocial influenceProduct (category theory)Consumption (economics)Word of mouthDevelopmental psychologySociologyBusinessPsychologyMarketingSelfCognitive psychologyConsumer behaviourThreatened speciesIdentity (social science)Context (language use)Field (Bourdieu)Affect (psychology)Public relationsProcess (engineering)BelongingnessSocial psychologyModerationSocial identity theory
Publications 74
#1Lauren G. BlockH-Index: 31
#2Jennifer Argo (U of A: University of Alberta)H-Index: 26
Last. Tom Kramer (UCR: University of California, Riverside)
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#1Jennifer Argo (U of A: University of Alberta)H-Index: 26
#2Darren W. Dahl (UBC: University of British Columbia)H-Index: 53
Abstract In this article we review research from the past decade that explores how elements of social influence in the bricks-and-mortar retail environment impact customers. We focus our discussion on demonstrating how the active and passive social influence of the salesforce and other shoppers in the retail context can impact a focal customer’s thoughts, feelings, and behaviors. Additionally, we utilize our review as an opportunity to highlight a variety of directions future research could purs...
15 CitationsSource
#1Jennifer Argo (U of A: University of Alberta)H-Index: 26
1 CitationsSource
AbstractInnovative solutions are flourishing in today’s consumption environment. Yet responding positively to innovation has proved difficult for consumers. Little is known about whether subtle contextual cues play a role in shaping a positive consumer response. This research examines the effect of ambient illuminance on consumer response to innovative solutions. We propose that dim (vs. bright) illuminance enhances consumers’ positive response. This is predicted to occur because dim illuminance...
Previous research has demonstrated two key ways in which the original conceptualization of the law of contagion fails to account for numerous empirical findings: (1) contact is not the only way for the transference of properties to occur, and (2) even when contact does occur, it does not always lead to contagion. To better explain the myriad of contagion-based effects that have been shown to exist, we propose a more general theory of property transference where physical contact is neither a nece...
8 CitationsSource
#1Beth Vallen (Villanova University)H-Index: 4
#1Beth Vallen (Villanova University)H-Index: 8
Last. Jennifer Argo (U of A: University of Alberta)H-Index: 26
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This research demonstrates that a consumer’s physical appearance—and, more specifically, his or her body size—predictably influences the product(s) that the consumer is recommended. Four studies conducted in both field and lab settings show that agents more frequently recommend round (vs. angular) shaped products to heavier targets, notably for products and categories in which body size is irrelevant (e.g., lamps and perfume). We attribute this to a combination of shape-congruency and trait-cong...
3 CitationsSource
#1Leonard Lee (NUS: National University of Singapore)H-Index: 16
#2J. Jeffrey Inman (University of Pittsburgh)H-Index: 46
Last. Claire I. TsaiH-Index: 10
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We propose a theory-based model of the shopper journey, incorporating the rich literature in consumer and marketing research and taking into account the evolving retailing landscape characterized by significant knowledge, lifestyle, technological, and structural changes. With consumer well-being at its core and shopper needs and motivations as the focus, our needs-adaptive shopper journey model complements and contrasts with existing models. In addition, we identify 12 shopper journey archetypes...
14 CitationsSource
#1Joffre Swait (UniSA: University of South Australia)H-Index: 47
#2Jennifer Argo (U of A: University of Alberta)H-Index: 26
Last. Lianhua LiH-Index: 2
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AbstractGoals are constructs that direct choice behavior by guiding a decision maker toward desirable (or away from undesirable) end states. Often, consumers are motivated to satisfy multiple goals within a single choice. Although previous research has recognized this possibility, it has not directly formulated models of choice as a multigoal problem. The authors develop such a model, referred to as the multiple-goal-based choice model, which incorporates (1) simultaneous multiple goal pursuit a...
6 CitationsSource
#1Jennifer Argo (U of A: University of Alberta)H-Index: 26
#2Darren W. Dahl (UBC: University of British Columbia)H-Index: 53
Last. Laura PeracchioEditorH-Index: 1
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Across six studies, a female mannequin is demonstrated to have negative implications for both male and female consumers low in appearance self-esteem. In particular, consumers who are lower in appearance self-esteem evaluate a product displayed by a mannequin more negatively as compared with consumers higher in appearance self-esteem. As mannequins signal the normative standard of beauty and consumers with low self-esteem in regard to their appearance believe they fail to meet this standard, the...
9 CitationsSource